Sales

Articles

"10 Tried and True Tips for Getting through to the Decision-Maker." Zip/Target Marketing, November 1996, p. 43.
–Outlines 10 ways to reach a decision-maker in a marketing call.

"Build a Telemarketing Blueprint for Success!" by Richard Bencin. Agency Sales Magazine, August 1992, p. 38.
–Discusses the development of a telemarketing process.

"For the Most Effective Telemarketing, Build Your Own Database While You Use It" by Melissa Hansen. Direct Marketing, February 1996, p. 44.
–Suggests ways to keep an effective and updated database.

"A New Psychology for Successful Telemarketing" by James Morris-Lee. Direct Marketing, February 1994, p. 27.
–Reports the findings of a psychological study on the motivation of a telemarketing sales staff. Provides tips on developing a more effective telemarketing team.

"Ten Sales Techniques for Telemarketing Success" by Kay Baker. Telemarketing Magazine, July 1992, p. 18.
–Gives 10 tips for improving telemarketing techniques.

"The Thirteen Steps of a Professional Telemarketing Incentive Program" by Lucy Kron. Telemarketing Magazine, March 1992, p. 76.
–Provides a guide to develop an incentive program for a telemarketing operation.

"Tips for Scripts" by Cris Beam. Folio: The Magazine for Magazine Management, November 1, 1997, p. 78.
–Provides guidelines for drafting effective telemarketing scripts.

"Training Your TSR’s–Essential to Telemarketing Success" by Jack Green. Telemarketing Magazine, August 1992, p. 16.
–Provides tips on developing a training program for the telemarketing sales representative.

Books

Bayar, Richard, Words That Sell. Contemporary Books, 1984.
–A 2,500 word Thesaurus of "sales" words arranged in categories.

Bly, Robert, Secrets of Telephone Selling. Henry Holt & Company, 1997.
–Provides a step-by-step program to generate leads, qualify prospects and get repeat orders.

Gaulke, Sue, 101 Ways to Captivate a Business Audience. AMACOM, 1997.
–Provides tips on generating leads, organizing and customizing messages and controlling nervousness.

Levinson, Jay, Guerrilla Marketing Excellence: The 50 Golden Rules for Small Business Success. Houghton Mifflin Company, 1993.
–Presents 50 ways small businesses can improve marketing strategies by using humor and gimmicks.

Levinson, Jay, and Godin, Seth, The Guerrilla Marketing Handbook. Houghton Mifflin Company, 1994.
–Provides a guide for marketing and gives tips for telemarketing.

Levinson, Jay, and Rubin, Charles, Guerrilla Marketing Online. Houghton Mifflin Company, 1995.
–Provides tips for marketing online using e-mail, mailing lists, classified ads, bulletins, newsgroups and forums.

Porterfield, James, Teleselling, a Self-Teaching Guide. John Wiley & Sons Inc., 1996.
–Marketing consultant gives tips, exercises and examples to improve telemarketing techniques.

Toffler, Betsy-Ann, and Imber, Jane, Dictionary of Marketing Terms. Barron’s, 1994.
–Provides definitions of marketing terms.

Organizations

American Telemarketing Association
(ATA) 4605 Lankershim Boulevard, Suite 824, North Hollywood, CA 91602-1891. (800) 441-3335.
–Provides educational programs and assesses needs in telemarketing.

Telemarketing Managers Association.
8030 Cedar Avenue South, Suite 225, Bloomington, MN 55425-1215.
–Maintains a standard of practice and conduct for telemarketing and conducts educational programs.

Videos

Last Call. Video Training Inc. (800) 600-1555.
http://www.aa.net/videotraining/lastcall.html
–Provides training on telephone courtesy, order taking, telephone selling and dealing with angry customers.